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Organizational Buying Behaviour: Assignment On
Organizational Buying Behaviour: Assignment On
Organizational
Buying
Behaviour
Prepared by:
Jagannath Padhy Roll No. 26
Pravin Dsouza Roll No. 11
Class: MMM, Sem-IV
Summary of the Assignment:
Organisational buying is very similar to individual buyer behaviour with some contextual differences.
Organisations buy in furtherance of organisational objectives, such as to manufacture and deliver goods
and services to members, customers or the community.
Organisational buying is heavily influenced by derived demand, that is, demand for an end product or for
a product or service sold by the buyers customers. The demand for components by a manufacturer will
be dependent on demand coming from their customers, the retailers and wholesalers, who in turn are
reacting to demand from their customers, the consumers. Overall consumer demand may in turn be
impacted by economic, social, political and technological factors in the environment.
Different groups or individuals may play one or more of the following roles:
Users: these are the people who will directly use or consume or require the product or service in
order to undertake their operational duties.
Influencers: these are individuals or groups who help specify the requirements or provide
information to help evaluate the alternatives. People who provide technical input are usually in this
group.
Buyers: these individuals and groups have the formal authority to select vendors and undertake the
actual purchase transaction. They may take a major role in the negotiations on price and conditions
of supply.
Deciders: These individuals have formal or informal authority to select the final supplier. May be the
same as Buyers in routine purchases.
Gatekeepers: These individuals informally or formally control the flow of information or access to
other groups involved in the buying process.
The differences between organizational and individual buying processes are shown in the following table:
Buying Step
Problem
recognition
General need
description
Product
specification
Information/
Supplier search
Proposal
solicitation
Buying Step
Business to Business
Anticipates and plans for purchase on
a routine basis
Extensive, objective cost-benefit
analysis
Precise technical description using
techniques such as value analysis
Extensive search that extends to the
search for supplier
Formal, such as in a tender process if
large volumes or values involved
Business to Business
Supplier
selection
Order-routine
specification
Post-purchase
performance
review
Consumer
Reacts to needs when they arise
Limited analysis of benefits; concern
with total cost
Description more in terms of benefits
Limited search geographically and in
terms of sources
May be verbal
Consumer
Limited analysis with subjective and
anecdotal information influencing the
decision
Not routine
Little basis for compari
In this buying situation, there is a modification to the specifications of the product or specifications related
to delivery. Executives apart from the purchasing department are involved in the buying decisions. The
company is looking for additional suppliers or is ready to modify the approved vendors list based on the
technical capabilities and delivery capabilities.
Decision makers feel there are benefits to be derived by reevaluating alternatives.
Most likely to occur when displeased with the performance of current supplier.
Buyers operate in the limited problem solving stage.
Buyers have well defined criteria.
Straight rebuy
In this buying situation, only purchasing department is involved. Thet get an information from inventory
control department or section to reorder the material or item and they seek quotations from vendors in an
approved list. The "in-suppliers" make efforts to maintain product and service quality. The "out-suppliers"
have to make efforts to get their name list in the approved vendors' list and for this purpose they have to
offer something new or find out any issues of dissatisfaction with current suppliers and promise to provide
better service.
Environmental factors
Expected demand for the product that the buying organization is selling, expected shortages for the
item, expected changes in technology related to the item etc. are the environmental factors that will
have an effect.
Organizational factors
Changes in purchasing department organization like centralized purchasing, decentralized
purchasing and changes in purchasing practices like long-term contracts, relationship purchasing,
zero-based pricing, vendor-performance evaluation are the organization factors of importance to
marketers.
Interpersonal factors
These factors are the relationship between buyers and sales representatives of various competitor
companies.
Individual factors
These factors related to the buyer. What sort of ways of interacting and service are appreciated by
the buyers and what ways are considered as irritants? Marketers have to understand the reactions of
buyers.